Abbott - Key Account Manager

Job Title: Key Account Manager - Derma Prime

Department: National Accounts

Location: Ahmedabad

Reports To: Regional Account Manager

Experience Required: 5-8 years in FMCG/Pharma Key Account Management

Job Purpose:

Drive secondary sales growth, ensure excellence in key account execution, maintain strong relationships with store stakeholders, and implement best-in-class merchandising and activation strategies to maximize Abbott Nutrition India's (ANI) presence and performance across key accounts and local chains.

Key Responsibilities:

1. Achievement of Business Objectives:

- Achieve monthly, quarterly, and annual secondary sales targets in assigned key accounts.

- Support the rollout and execution of Annual Business Plans (ABPs).

- Provide accurate sales forecasting and demand planning inputs.

2. Account & Territory Management:

- Ensure adherence to Trading Terms (TOT) at the city and store levels.

- Regularly coordinate with store-level personnel to ensure compliance with visibility guidelines and planogram execution.

- Manage merchandising operations, including supervision of merchandisers, beat plan updates, and quality checks.

3. Sales Process & Promotion Execution:

- Implement and support store-level promotions and activations as per the account plan.

- Monitor sales, claims, forecasting, stock management, and infrastructure needs of Key Account distributors.

- Track fill rates and maintain high SKU availability in stores.

4. Relationship Management:

- Build and maintain strong, trust-based relationships with stakeholders at all levels within key accounts.

- Act as the primary liaison for merchandising agencies in the region.

- Provide regular updates and business insights to the Regional Account Manager and Account Manager.

5. Competitive & Market Intelligence:

- Track competitive activities, pricing, and market dynamics to aid in accurate forecasting and strategy formulation.

- Analyze merchandising data and store-level performance to identify improvement areas and opportunities.

6. Local Account Development:

- Assist in preparing and executing annual business plans for local accounts.

- Provide rolling sales forecasts and assist in TOT negotiations and implementations.

- Plan and execute promotions, ensuring cost-to-sales ratios remain within approved limits.

- Ensure flawless execution of new product introductions (NPIs), pack changes, and price changes.

7. Distributor Management:

- Educate distributors on ANI systems and SOPs.

- Ensure optimal stock levels and billing efficiency.

- Monitor and review distributor financials, service compliance, and outstanding claims.

- Ensure timely resolution of distributor claims.

People Management & Development:

- Facilitate recruitment, induction, and development of ISRs.

- Train, coach, and manage ISR itineraries, expenses, and performance.